ARE YOU PREPARED TO WIN SALES BASED ON VALUE, NOT PRICE? by new mind executives

REARE YOUYOU PREPARED PREPARED OTO WIN SALES WIN SALES ASED ON ON VALUE, BASED VALUE, OTNOT PRICE? PRICE?

CHALLENGES Would your customers and prospects say that your sales professionals are actually professional? You want to hire and lead the best sales and marketing teams your organization — even your industry — has ever seen. You want your sales force to land bigger deals and with more frequency. And you wantcontinuous success, regardless of the current business climate. So do we.

ValueSelling Associates equips sales professionals all over the world to “sell on value” using a time-tested methodology with decades of proven results. Working closely with one of our seasoned and certified associates, we’ll create a customized training strategy in which every member of your team is equipped to exceed sales goals

Only

59,4 %% 59,4

of salespeoplemet met of salespeople quotainin2010 2010 quota ¹ ¹

and adapt to an ever-changing sales environment. Our ValueSelling Associates train and enable your leadership, management and sales and marketing teams to accurately communicate your products’ and services’ unique value and continue to mentor throughout the sales cycle and beyond.

Up to

3333 % %

of salespeople of salespeople aren’t suited for the aren’t suited for the jobsjobs they they hold ²hold ²

¹ CSO Insights Press Release, Feb 2011

% 56 56 %

of salespeople of salespeople receive receive no formalno formal training³training ³

² ES Research Group, “Sales Training: The 120 Day Curse” ³ ES Research Group, “Accelerating Revenue through Learning: ASTD’s 2011 Report on Sales Training”

We are in the business of helping sales teams optimize how they engage, qualify, advance and close opportunities with their prospects and clients. 2

CHALLENGES

FUNDAMENTAL PRINCIPLES FUNDAMENTAL PRINCIPLES

01. 01.

People buy from people

ValueSelling is built on a foundation that is true for every sales opportunity: People buy from people. It is a commonly accepted notion that buyers often don’t trust salespeople. It is your job to overcome that initial barrier by recognizing that a successful sales relationship hinges on your personal relationship with the customer.

02. 02.

People need a reason to change People need a reason to

change Voluntary actions, such as making a purchase decision, mean making a change. People will change only when they are sufficiently motivated to do so. Abraham Maslow said that human beings are motivated by unsatisfied needs. Once a need is satisfied, it is no longer a motivator. Customers can be motivated by needs, but often require help identifying those needs. ValueSelling focuses on uncovering customer challenges.

03. 03.

The product is in the mind of the buyer The product is in the mind of athe buyer You create need for your product or service by linking its capabilities to the problems or challenges that prevent the buyer from resolving his business issues. This connection must take place in the mind of the buyer.

04. 04.

People make emotional buying for People makedecisions emotional logical reasons buying decisions for

logical reasons People will buy something only if they believe it has value for them. This value can come in one of two forms: business value, where your product must provide value to the buyer’s business, such as ROI or cost justification, or personal value, where you cannot make a sale unless you satisfy a buyer’s personal reason to change, also known as the “what’s in it for me” factor (WIIFM).

05. 05.

The correct use of power is key The correct use of power key The mostiseffective salespeople establish and maintain rapport at the power level. The person at the power level has the authority to spend the money. To make the sale, it is crucial that your product’s capabilities create a VisionMatch™ for the power person. Unfortunately, if you don’t take the action to create a VisionMatch™ at the power level, someone else might, and that introduces unnecessary risk into your opportunity.

06. 06.

You can’t sell to someone who sell can’t You can’t tobuy someone

who can’t buy If you execute a plan with someone who can’t buy, you’re expending resources without developing a qualified prospect. As you learn more about ValueSelling, you’ll see how the process leads your prospect toward becoming a qualified prospect.

FOUNDAMENTAL PRINCIPLES FOUNDAMENTAL PRINCIPLES

3 3

ROI ROI How can you be sure you’ll get a return on investment? How can you be sure you’ll get a return on investment?

We’re driven, competitive and passionate about our clients’ sales performance and customer We’re to driven, retention boostcompetitive your sales and passionate about our clients’ win rate using our unique selling sales performance and process. Many clients go oncustomer to retention to leaders boost your become market andsales winworldwide rate using our unique selling receive recognition for process.sales Many clients go on to superlative transformations and become revenues.market leaders and receive worldwide recognition for superlative sales transformations and revenues.

ValueSelling is different than other sales training programs. Our associates work with you to tailor our workshops, e-learning, computer- and web-based tools and consulting services to your teams’ specific needs — anytime and anywhere. Being a global company, we custom-design training for your company’s language and location needs so that your sales force learns to accurately forecast, generate great leads, access decision-makers and land bigger contracts and orders. Within weeks of properly installing ValueSelling, you’ll experience a return on your investment. That ROI will grow as you increase sales productivity, performance, and customer retention. We do this through a unique combination of energetic on-site and online sales training workshops and tools to boost your sales skills and sales revenues.

Average sales order size increased

Q4 increased booking from

$300K to Average sales order size increased

150 %

Rosetta Stone

ROI

Q4 increased booking from

$2MM $300K to

$2MM

Frontier Strategy Group

Increased “attach rate” of add-on products by

Increased win rate by

Increased “attach rate” of add-on % by products

Dell

Increased win rate by

11 %

Salesforcecom

ValueSelling’s founder tried several wellknown sales training solutions when he transitioned from a naval pilot to a sales ValueSelling’s wellexecutive. But hefounder found tried theseseveral programs known training solutions when he were oftensales overcomplicated and lacked transitioned from a naval pilot to a sales a focus on identifying and solving a executive. But he found these programs customer’s real business issues.

Today that elegantly simple Qualified Prospect Formula™ remains the foundation of the ValueSelling Framework® — a proven Today that elegantly simple Qualified formula for accelerating sales results. The Prospect Formula™ remains the foundation formula and offramework the ValueSelling Framework® — a proven are taught by passionate, formula for accelerating sales results. The creative ValueSelling Associates, who each

created a simple, yet sophisticated, formula to qualify Theby equation helped So, as a prospects. mathematician education, he himcreated understand theyet business context in a simple, sophisticated, formula which he was selling, and as soon as he to qualify prospects. The equation helped him employing understand the business contextformula, in began his mathematical which he was selling, and as soon as he great sales results followed.

These associates remain a highly valuable you can turn ofresource knowledge unrivaled in to therepeatedly industry. for assistance or assurance, whether you’re These associates remain a highly valuable a startup stalwart to gain resource youor can turn to trying repeatedly for or assistance assurance, whether you’re maintainormarket leadership.

were often overcomplicated and lacked a focus on identifying and solving a So, customer’s as a mathematician byissues. education, he real business

began employing his mathematical formula, great sales results followed.

The Qualified Prospect Formula™ is The Qualified Prospect Formula™ is both a shorthand tool and dynamic, both a shorthand tool and dynamic, multi-dimensional process to assess any multi-dimensional process to assess any opportunity you on. opportunity youmight mightbe beworking working on. If any of of the four If any the fourelements elements is is underdeveloped underdevelopedorormissing, missing, there there isisaa customerwon’t won’tbuy. buy. riskrisk thethe customer formula indicatesthe the least least TheThe formula indicates amount of risk possible if your amount of risk possible if your

formula and framework are taught by passionate, of knowledge unrivaled in the industry. creative ValueSelling Associates, who each

a startup or stalwart trying to gain or maintain market leadership.

prospect is truly qualified.

For any sales opportunity, you can

For any sales opportunity, you can expect one of three outcomes: expect one of three outcomes: you you win, you lose or you no decision. win, you lose or you get get a noadecision.

The most successful The most successful salessales repsreps are are those who cancan confirm and and facilitate all all those who confirm facilitate ofof the components of the the components of formula. the formula.

SALES PERFORMANCE IMPROVEMENT SALES PERFORMANCE IMPROVEMENT Customized Program Development The 2-day instructor-led workshops feature Customized Program custom curriculum and case studies developed specifically for your sales and marketing teams. Development The 2-day instructor-led workshops feature custom curriculum and case studies developed specifically for your sales and marketing teams.

Blended Learning eLearning Pre-work

Blended Learning

We blend on-site workshops with a eLearning Pre-work 3-4 hour eValueSelling® web-based course thaton-site coversworkshops the fundamental We blend with a concepts of the ValueSelling 3-4 hour eValueSelling® web-based Framework®. course that covers the fundamental This enhances training concepts of theon-site ValueSelling by allowing each participant to Framework®. understand where they may need This enhances on-site training allowingas each participant to sales tobyimprove, well as ensuring understand where they may need management teams that everyone improve, as well as ensuring sales istofamiliar with certain concepts and management teams that everyone terminology.

Instructor-led Training for Sales Professionals Instructor-led Training for Sales Our associates will come to your Professionals

company or help set up training atassociates any location yourtochoosing. Our willof come your company or help set up training an opportunity in the pipeline, at inspect any location of your choosing.

conduct pre-call strategy sessions, use our inspect an proprietary opportunity tools, in the and pipeline, conduct pre-call strategy sessions, integrate ValueSelling into existing use our proprietary tools, and management processes. integrate ValueSelling into existing management processes.

is familiar with certain concepts and terminology.

Ongoing Reinforcement Ongoing Reinforcement

Your sales team immediately utilizes the ValueSelling Framework® on the job with utilizes our reinforcement tools: Your sales team immediately the ValueSelling Framework® on the job with our reinforcement tools:

• • • •

Coaching Support / Train the Trainer • • • •

Coaching Support / Train the Trainer

eValuePrompter® SFA | CRM eValuePrompter® SFA | CRM

ValueSelling@Work® Video Reinforcement Program ValueSelling@Work® Video Reinforcement Program

Teachable Topics are specialized workshops in Teachable Topics are specialized workshops in Account and Territory Management, Competitive Account and Territory Management, Competitive

66 SALES PERFORMANCE IMPROVEMENT SALES PERFORMANCE IMPROVEMENT

Instructor-led Training for Sales Managers Instructor-led Training for Sales Managers

instructor-led workshop for the entire sales management and sales leadership so that the instructor-led workshopteam for the full benefits of the ValueSelling entire sales management and Framework® areso realized. sales leadership team that the full benefits of the ValueSelling Framework® are realized.

A DAY IN THE LIFE OF A... A DAY IN THE LIFE OF A... SALES REP

SALES LEADER

8:00AM REP Plan the Day SALES Getting ready for a busy day, 8:00AM Planthe theMutual Day Plans recorded you review in your ValuePrompters® for the calls Getting busy day, you’reready goingfor to amake. you review the Mutual Plans recorded in your ValuePrompters® for the calls you’re going to make.

10:00AM

8:00AM LEADER Update Playbook from SALES

8 AM 8 AM

10 AM 10 AM

2:00PM Communicate to Your Manager That a Prospect is Qualified 2:00PM Communicate Your You’ve made sure yourto prospect Manager That a Prospect is Qualified is qualified with confirmation of a You’ve made Power, and sure Plan.your prospect is qualified with confirmation of a

8:00AM PlaybookFramework® from BecauseUpdate the ValueSelling Marketing is integrated into your CRM platform, it’s easy to keep your salesforce Because theabout ValueSelling Framework® informed constant changes from is integrated Marketing.into your CRM platform, it’s easy to keep your salesforce informed about constant changes from Marketing.

10:00AM

Make a Sales Call

While waiting in the lobby, 10:00AM Sales Call review theMake four aquestion types on your mobile phone. While waiting in the lobby, review the four question types on your mobile phone.

Marketing

Your team is all using ValuePrompters®, 10:00AM You Expect making itInspect easy forWhat you to see at a glance where they are in their sales Your team is all using ValuePrompters®, process making it easy for you to see at a glance where they are in their sales process

2:00PM

2 PM 2 PM

Inspect What You Expect

Meet 1:1 with New Sales Rep

The Qualified Prospect Formula™ gives 2:00PM 1:1 areas with New you the Meet four key your Sales sales Rep rep needs to have completed before he can The Qualified consider hisProspect prospectFormula™ qualified.gives you the four key areas your sales rep needs to have completed before he can consider his prospect qualified.

Power, and Plan.

4:00PM

Update Your ValuePrompter®

After your call, log in to your CRM 4:00PM Update Your ValuePrompter® system and generate an automated Plan Letter. After your call, log in to your CRM system and generate an automated Plan Letter.

4 PM 4 PM

Coach Your Team

Using ValueSelling Framework® terms, 4:00PM Coach Team your team is allYour on the same page, using the same language. Using ValueSelling Framework® terms, your team is all on the same page, using the same language.

A DAY IN THE LIFE OF... A DAY IN THE LIFE OF...

7 7

THE O-P-C QUESTIONING PROCESS The ValueSelling Framework® teaches an integrated questioning process to drive effective, purposeful conversations. Our O-P-C Questioning Process unlocks the prospect’s unique point of view. BUSINESS ISSUES BUSINESS ISSUES

PLAN PLAN PROBE PROBE

SOLUTION SOLUTION

OPEN OPEN

POWER POWER

OPEN OPEN Open-ended questions show the client you’re interested. Theyshow help the youclient understand Open-ended questions the client’s perspective. you’re interested. They help you understand the client’s perspective. CONFIRM CONFIRM Confirming questions show the client you understand her paradigm. They seekyou to Confirming questions show the client play back what she has told you, verifying understand her paradigm. They seek to that the what needsshe youhas uncovered open play back told you,with verifying and probing questions are correct. that the needs you uncovered with open and probing questions are correct.

CONFIRM CONFIRM

ANXIETY ANXIETY

PROBLEM PROBLEM

VALUE VALUE

PROBE PROBE Probing questions show the client you have good ideas and understand her problems. Probing questions show the client you have Theyideas seekand to uncover moreher specific needs good understand problems. based ontoinformation gathered openThey seek uncover more specificwith needs ended And they prove the based onquestions. information gathered withto opencustomer that you arethey listening. ended questions. And prove to the customer that you are listening. ANXIETY ANXIETY Anxiety questions are designed to shift the prospect’s thinking and raise business Anxiety questions are designed to shift issues or problems that theraise prospect may the prospect’s thinking and business not yet have considered. purpose of an issues or problems that theThe prospect may anxiety question is to get prospect to not yet have considered. Thethe purpose of an momentarily experience theprospect consequences anxiety question is to get the to of not having your product or service. momentarily experience the consequences of not having your product or service.

8 8

THE O-P-C QUESTIONING PROCESS THE O-P-C QUESTIONING PROCESS

INDICATIVE ΕΝΔΕΙΚΤΙΚΟΙCUSTOMERS ΠΕΛΑΤΕΣ ΤΗΣ VALUESELLING Οι Συνεργάτες της ValueSelling είναι έμπειρα στελέχη με προϋπηρεσία στο χώρο των πωλήσεων και της διοίκησης πωλήσεων, οι οποίοι θα σας βοηθήσουν να ξεπεράσετε κάθε εμπόδιο για να βελτιώσετε τον κύκλο πωλήσεων, το ποσοστό επίτευξης πωλήσεων και διατήρησης πελατών. Με πάνω από 300 χρόνια συνδυασμένης εμπειρίας στις πωλήσεις, οι συνεργάτες μας έχουν αποδεδειγμένα θετικό ιστορικό στην μεταμόρφωση οποιασδήποτε ομάδας πωλήσεων σε οποιονδήποτε κλάδο και σε οποιανδήποτε ήπειρο. Χάρη στη διεθνή παρουσία μας, καταλαβαίνουμε τι χρειάζεται για να είμαστε ανταγωνιστικοί σε παγκόσμια κλίμακα.

ΟΙ ΣΥΝΕΡΓΑΤΕΣ ΜΑΣ ΚΑΤΑΘΕΤΟΥΝ:

INDICATIVE CUSTOMERS 9

GLOBAL/LOCAL ΠΑΓΚΟΣΜΙΑ/ΤΟΠΙΚΗ ΚΛΙΜΑΚΑ Sales training delivered anytime, Εκπαίδευση πωλήσεων παντού στον κόσμο anywhere Οι επιτυχημένοι επαγγελματίες πωλήσεων και μάρκετινγκ βρίσκονται διαρκώς σε κίνηση. Αντιλαμβανόμαστε ότι χρειάζεστε πολλές επιλογές για να ενσωματώσετε

Successful sales andστους marketing professionals areσας. always the move. το ValueSelling στόχους και το πλάνο Καιon ανάλογα με τη διεθνή σας παρουσία, ενδεχομένως να το χρειαστείτε σε πολλές γλώσσες. We understand you need multiple options to incorporate ValueSellingΜπορούμε να σεdepending οποιαδήποτε γλώσσα καιreach, σε οποιαδήποτε μορφή into προσφέρουμε your goals andεκπαίδευση schedule. And on your global you ταιριάζει καλύτερα για την εταιρεία σας. may need it in multiple languages. We can deliver training in whatever language and format works best for your company.

RUSSIA

EUROPE

NORD AMERICA

MIDDLE EAST

SUD AMERICA

Format: On Location Blended Learning Online Courses Reinforcement Tools Mobile Learning Books and White Papers

AFRICA

Our ValueSelling Associates are seasoned sales executives with the sales and sales management background to help you overcome any obstacle to improving your sales cycle, win rate, and client retention rate. With more than 300 years of combined sales experience, our associates have a proven track record of transforming any salesforce in any industry and on any continent. We’re based worldwide and understand what it takes to compete on a global scale.

Languages:

10 GLOBAL/LOCAL

PRODUCTS AND SERVICES PRODUCTS AND SERVICES The ValuePrompter® is used by sales professionals worldwide to qualify prospects, manage The ValuePrompter® is used by their opportunities, accurately salesforecast professionals worldwide and close more deals. The to qualify prospects, manage recently enhanced, Internet-based their eValuePrompter® opportunities, accurately can be used with forecast deals. The anyand salesclose forcemore automation (SFA) or recently enhanced, Internet-based customer relationship management eValuePrompter® with (CRM) system,can or be as aused stand-alone any sales force automation (SFA) or tool. customer relationship management (CRM) system, or as a stand-alone tool.

With all of its feature-rich capabilities, the ValueSelling Framework® is the first and only methodology With today all of its feature-rich whose toolset capabilities, is integrated the ValueSelling is throughout Framework® the entire lifecycle of a the first methodology sale.and Thisonly proven methodology can todaybewhose toolset is integrated delivered through a multitude of throughout entire lifecycle of a to vehicles,the from online instruction sale. customized This proven classroom methodology can to training be delivered multitude of both blendedthrough learningathat leverages vehicles, from online instruction to online and instructor-led options. customized classroom training to can be Most importantly, ValueSelling blended learning thatorganization’s leverages both tailored to your unique online and instructor-led options. needs and requirements. Most importantly, ValueSelling can be tailored to your organization’s unique needs and requirements.

With our groundbreaking e-learning tools, both entry-level and seasoned sales professionals improve their game. With continually our groundbreaking That commitment to on-demand e-learning tools, both entry-level learning issales reflected in an everand seasoned professionals expanding series called ValueSelling continually improve their game. These modules and many That Essentials®. commitment to on-demand other tools caneverbe purchased learning is media reflected in an through the ValueSelling eStore. expanding series called ValueSelling Essentials®. These modules and many otherCustomer media toolsRetention can be purchased through the ValueSelling eStore.

Interpersonal Communication Skills Negotiating Persuasive Presentations Prospecting & Qualifying Sales Writing Selling to Executives

INDIA

Team Selling

Workshops: ASIA PACIFIC

Account Management Territory Management Competitive Differentiation

Telephone Effectiveness Time & Productivity Management ValueSelling Essentials® Sales Skills Assessment

Train the Trainer Custom content tailored to customer needs Other Services: Coaching Consulting Services Keynote Speaking

the entire sales management and sales leadership team so that the full benefits of the ValueSelling Framework® are realized. the entire sales management and sales leadership team so that the full benefits of the ValueSelling Framework® are realized.

We’re specialists in teaching the true language of business and particularly it value to clients and prospects. We’reThis specialists inonline teaching the true onsite or course language of business and particularly specifically teaches the best way to it value to productive clients and conversations prospects. have that This onsite or online course get key decision-makers’ attention. specifically teaches the best way to have productive conversations that get key decision-makers’ attention.

This 14-week video series is designed to reinforce the fundamentals of the ValueSelling Framework® training. Each 3-4 minute video focuses fundamental and This 14-week series isDownloadable designed to reinforce the practical video applications. tools included. The fundamentals of the ValueSelling Framework® training. Eachrepresentatives 3-4 minute video focuses focused onfundamental the field andand another for sales practical applications. Downloadable tools included. The management. representatives focused on the field and another for sales management. PRODUCTS AND SERVICES

PRODUCTS AND SERVICES

11 11

The Perfect Chemistry. The Perfect Solution. If you are ready to take the next step for your company, make ValueSelling a part of your strategic plan. Contact us today and join thousands of sales executives who’ve improved their sales teams, their earnings and their own professional standings through our unique formula for exceptional sales achievement.

ValueSelling Associates is the creator of the ValueSelling Framework®, the sales methodology preferred by sales executives around the globe. Since 1991, ValueSelling Associates has helped thousands of sales professionals increase their sales productivity. Offering customized training to FORTUNE 1000, mid-sized

and start-up companies, ValueSelling Associates’ proprietary sales training tools and consulting services deliver measurable results. Clients turn to the experts at ValueSelling Associates for services that yield immediate impact, repeatable strategies, and sustainable results.

43 26th Oktovriou str., Limani Center 54627 Thessaloniki Τ: +30 2310 552 113 +30 2310 541 620 F: +30 2310 552 114 168 Syngrou str. 17671 Athens T: +30 210 95 90 030 F: +30 210 95 61 837 www.lever.gr info@lever.gr